Channel Sales Account Manager

Summary:

Duties & Responsibilities:

Job Responsibilities: 

Sales Strategy & Execution 

• Develop and execute sales plans to achieve revenue growth and quota targets in the Hyperscale/Data Center market. 

• Identify and pursue new business opportunities with Distribution Partners across Cloud Providers, Colocation Providers, and Contractors/System Integrators who serve them.

• Conduct regular pipeline reviews and maintain accurate forecasts using CRM tools. 

Channel & Partner Management 

• Build and strengthen relationships withDistribution Partners, Hyperscalers, and Contractors/Systems Integratorsmanaging Inside Plant and Outside Plant Projects 

• Drive channel-influenced revenue by enabling and managing key partners. 

• Collaborate with Sales, Marketing, and Technical Teams to ensure Partners are trained, aligned, and equipped to deliver VIAVI solutions. 

Customer Engagement 

• Cultivate and maintain strong relationships with Hyperscale customers at multiple levels. 

• Ensure seamless customer experiences by working closely with internal teams on solution delivery. 

• Act as a trusted advisor by aligning VIAVI’s value to customer and partner needs. 

Market Intelligence & Feedback 

• Maintain a deep understanding of theHyperscale/Data Centerbusiness needs, testing requirements, partner relationships and purchasing mechanisms. 

• Provide insights into end customer needs, market trends, and competitive activity to shape products and go-to-market strategies. 

Pre-Requisites / Skills / Experience Requirements:

Education & Experience:

• Bachelor’s degree from an accredited university, or equivalent work experience. 

• Minimum5 years of experience in sales, business development, or partner management. 

• Proven track record of success in theHyperscale/Data Center Ecosystem or Channel Partner Management,ideally withtest and measurement solutions. 

Skills & Expertise 

• Skilled insolution-based sales with a focus on customer value and long-term success. 

• Strong understanding ofHyperscale/Data Centerdynamics, including procurement processes and partner channels. 

• Proficiency inCRM pipeline management, forecasting, and data-driven decision making. 

Soft Skills 

• Excellentcommunication, negotiation, and relationship-building skills across technical and commercial stakeholders. 

• Self-motivated, results-driven, and highly accountable. 

• Ability to collaborate effectively across internal teams and external partners. 

Other Requirements 

• Ability and willingness to travel up to75%. 

If you have what it takes to push boundaries and seize opportunities, apply to join our team today.

VIAVI Solutions is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

Job Posting Pay Range:

to

Exceptional qualifications, experience and location may impact salary.  VIAVI offers a competitive benefits package thatincludes paid time off, health, life and disability insurance,401(k),and a bonus program.